The New Jersey Devils are using tickets as a platform to try different ways to sell the in-game experience. VP of Ticket Sales & Service Shawn Doss explains how the new flex package option transcends several past offerings, allowing fans the ability to select games and seating location at different periods, through a reserve account system. Doss talks about the various challenges of selling in the NJ Devils market of Newark, and how some of the misconceptions against Newark turned out to be some of the best advantages. Doss describes his mentality toward selling in general, especially when it comes to gaining face-to-face appointments, as well as creating a relationship structure, to develop a long-term bond with each customer. Twitter: @DossDevils
College athletics is still behind in the data revolution, and Ryan Mosher explains his thoughts on why that's the case. Mosher talks about the various constituencies which do not communicate on campus, and what drives most of them apart in the first place. Mosher discusses how the merging of data, as well as overall implementation of a campus-wide CRM can help all parties involved, in learning who their customers really are, instead of who the campus thinks their customers are.